Act Like a Child to Handle a No

Closing, Resistance and Rejection

In the grocery checkout line the little boy walked over to his mom with package of snack cakes and displayed it to her with an outstretched arm. “You don’t need that,” mom said, barely glancing up from the Cosmo she was leafing through. “I want...

Are You Missing These Buying Signals?

Closing

I saw an article in the real estate section of the paper that dealt with buying signals. The piece explained the signs to watch for from prospects when selling your own home. They apply to our sales as well. The author, Ellen James Martin suggested that the people...

The Easy Way to Get Bigger Sales

Closing, Self Motivation

A newer sales rep came into a company, in an industry he had never sold to before. Within two months he was kicking major butt and became the Number One rep. By a lot. One disgruntled and jealous rep, in another region, who had been there for a few years, asked the...

Ask for Action, Not Permission

Closing

An article that originally appeared in the New York Times on October 15, 1997, titled "In War Against No-Shows, Restaurants Get Tougher," by William Grimes is especially relevant for us as salespeople. Here is an excerpt: Gordon Sinclair, the owner of Gordon...